Alliance proactiveness and firm performance in an emerging economy

Yang, W. and Meyer, K. E. (2019) Alliance proactiveness and firm performance in an emerging economy. Industrial Marketing Management, 82, pp. 226-237. (doi: 10.1016/j.indmarman.2019.01.010)

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Abstract

Alliance proactiveness is a key contributor to the performance of firms engaging in strategic alliances in industrial markets. As a foundation of alliance management capability, alliance proactiveness enables firms to react faster to emergent opportunities and gain early mover advantages. We examine the relevance of this construct and its internal and external contingencies. Specifically, we argue that the impact of alliance proactiveness is enhanced by complementary technological and leadership capabilities, as well as market growth opportunities. We test hypotheses derived from these arguments using dual response survey data of firms in China and find empirical support.

Item Type:Articles
Status:Published
Refereed:Yes
Glasgow Author(s) Enlighten ID:Yang, Dr Wei
Authors: Yang, W., and Meyer, K. E.
College/School:College of Social Sciences > Adam Smith Business School > Management
Journal Name:Industrial Marketing Management
Publisher:Elsevier
ISSN:0019-8501
ISSN (Online):1873-2062
Published Online:25 January 2019
Copyright Holders:Copyright © 2019 Elsevier Inc.
First Published:First published in Industrial Marketing Management 82: 226-237
Publisher Policy:Reproduced in accordance with the publisher copyright policy

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